53% of IT Sellers Have Their ‘Heads In The Clouds’

When it comes to the buyer’s business justification for the purchase of IT software, hardware or services, 53% of sellers have their ‘heads in the clouds’. Too many sellers are missing basic information such as the business rationale for the purchase or the buyer’s relevant numbers. Many don’t even realize that these things are needed. For ever […]

Added on September 22, 2014 Ray Collis Buyer Journey , Buyer Research , Buying Decision , Buying Process , Ray Collis , Sales Closing Skills , Sales Performance , Sales Tips , The Asg Group

How Soon Can You Really Get Them ‘Across The Line’?

Buying decisions are often a lot more complex than sellers realize. They can involve up to 5 stages – many of which do not involve the salesperson. That has real implications for getting the deal across the line.

Added on May 6, 2014 John O' Gorman Buyer Research , Insights Selling , John Doerr , Mike Schultz , Sales Insights , The Asg Group , The Rain Group

Buyers Say: ‘Interactions with Sales People Can Add More Value’

‘Insights Selling’ Could Triple Your Sales Success Says New Book

Are Sellers Adding Value? Most buyers say ‘NO.’ The results of research with buyers shows that interactions with salespeople are falling short of what is expected. In particular they are failing to offer new ideas and insights that really help the customer to buy. A new book by the Rain Group (called Insight […]

Added on November 15, 2013 John O' Gorman Account Development , Buyer Insights , Buyer Research , Competitive Differentiation , Customer Portfolio Analysis , Customer Relationships , KAM , KAM Relationship Matrix , Key Account Management , Preferred Supplier , Price Competition , Standard Supplier , Strategic Supplier , Supplier Relations

The Quest To Become A Strategic Supplier

How You Can Become More Strategically Important To Your Customers

You don’t just want to be seen as ‘simply another supplier’. You want to matter – to be seen as ‘strategic’. In so doing you want to stand apart from your competitors and to compete on the basis other than lowest price.

But just how important are you really to your customers? More important still how can you get your customers to see you as a strategic supplier to their business.